Name: 6 of One, Half a Dozen of the Other
AKA: Pick One.
Successful negotiation is all about identifying and bridging your strategic gap - which is simply the difference between your goals and your best alternative. How are you going to cross the space between where you are now and where you want to be? This may seem simple enough, but many negotiations go off the rails because of bad assumptions and faulty analysis. Here's a simple 3-step framework for organizing your negotiating strategy.
Also known as : Split the Difference, Looks Like We've Agreed on X.
A Big Story is the typical rosy “big picture” tale that negotiators use to frame their negotiating position. The GOBLINS Guide defines negotiation as a “duel between two competing narratives” - and Big Story is the plot to your tale (or his). A Big Story usually lacks details and takes such an optimistic view that it borders on the unreasonable. It undermines skeptics and justifies the most ambitious projections of a counter-party. You are telling people what they want to hear.
Description: Deliver the opening offer first, and set the range of all subsequent negotiations. Make him come to you.
Topics: Tactical Tuesday
• Prepare, Prepare, and Prepare some more. Put in as much time as you possibly can on research, analysis, and preparation. Involve as many stakeholders and internal resources as possible.
• Control time – don’t allow them to pressure you into “take it or leave it” decisions. Good negotiators will try to maneuver you into a position where you have to react right away and commit before you have all the facts. Don’t do it. Tell them that you won’t do business with people who use strong-arm tactics.
...but if you are just tacking an e-learning module or role play onto a standard lecture-course, then someone is missing the point.
The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.